This episode its time to look at the trial close, test close or pre close, whatever you like to call it.
Its an important stage that can’t be missed, as it’s asked to ensure the car is right for the customer, before you go to the numbers.
Think of it like a proposal, if you went to straight to the wedding without asking the question, it would be too much, too soon.
Here are the highlights:
{00:57} What is the purpose of a trial close?
{02:07} Why we should do it?
{04:32} When do we ask it?
{05:31} 3 Yes Tag questions
{07:50} Evolution of the trial close
{14:41} Don’t be wishy washy
About Symco Training:
Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who had all the answers, but were unable, unwilling or both to actually show the delegate how they could be implemented. It remains the ethos of the business today. You see, Symco only employ trainers that are committed to delivering not only in spiring and insightful training, but are equally as happy to demonstrate these skills and techniques with real customers in your own showroom. We believe in order for sales training to be effective and in Simon’s words ‘real world’, it needs to be tried and tested in the only place it matters the showroom floor. There is no room for theory when your goals are for your team to sell more cars, hours or parts and retain more profit. In dealerships around the world the focus applied by many of the sales executives is to try and sell a deal. Symco specialise in getting your teams to focus on selling themselves, the product and then supporting this with the deal.
To find out more visit
www.symcotraining.co.uk
Selling In The Motor Trade